Enterprise Executive, THO

Date:  Apr 3, 2024
Req ID:  2863

Somerset, NJ, US, 08873

Company:  Terumo Medical Corporation
Department:  THO Market Development

Terumo Medical Corporation (TMC) develops, manufactures, and markets a complete, solutions-based portfolio of high-quality medical devices used in a broad range of applications for numerous areas of the healthcare industry. TMC places a premium on providing customers with world-class products, training and education programs that drive clear economic value, better clinical outcomes and improved quality of life for patients. TMC is part of Tokyo-based Terumo Corporation; one of the world’s leading medical device manufacturers with $5+ billion in sales, 20,000+ employees worldwide and operations in more than 160 nations. Terumo Medical Corporation is comprised of two strategic business divisions: Terumo Interventional Systems and Terumo Medical Products.

Job Summary

Responsible for selling and promoting Terumo Health Outcomes (THO) products to Health Systems, Hospitals and outpatient facilities including Office Based Labs (OBL) and or Ambulatory Surgery Centers (ASC) within a defined geographic territory to achieve assigned monthly, quarterly, and annual sales revenue targets. This position is responsible for sales and market development across a wide range of settings including the acute care and outpatient facilities, developing rapport with key decision makers; penetrating accounts within the executive leadership, C-Suite, to introduce and expand business base; developing comprehensive business plans and account strategy; identifying competitive issues/opportunities and working jointly with TIS Sales and Marketing Management to increase sales and company visibility with industry thought leaders.  The ideal candidate has honed the ability to sell, negotiate, and close C-level deals, has the startup mindset, and knows what is required to be a success in a maturing organization.

Job Details/Responsibilities

  • Call on current and potential customers to promote and sell THO products and services to achieve assigned monthly, quarterly, and annual sales revenue targets. 
  • Develop and implement appropriate sales strategies and techniques to target appropriate customers, understand and confirm needs, overcome objections, and gain commitment. 
  • Conduct effective sales and product presentations to customers. Educate customers to ensure products and care pathways are understood and used effectively. 
  • Develop and maintain comprehensive clinical and technical product knowledge of Terumo’s solutions including a thorough understanding each product’s features, strengths, and appropriate usage. 
  • Attend, support, and in-service during procedures where clinical decision support pathways are deployed.  
  • Maintain and grow existing business and develop new business opportunities. 
  • Identify and quickly respond to competitive threats within the territory. Communicate market intelligence/competitor activity promptly to THO Leadership.
  • Develop and maintain good customer relationships, through personal visits and telephone contact. 
  • Conduct in-services to educate customers on the proper use of Terumo’s solutions. 
  • Interact with Customer Administration, Logistics, Marketing and Technical Support to provide total customer satisfaction. 
  • File weekly reports, monthly reports, competitive product reports, etc. in a timely manner. 
  • Attend trade shows and conventions to promote THO Solutions. 
  • Demonstrate a commitment to patient safety and product quality by maintaining compliance with all TMC Quality Systems requirements. This includes but is not limited to the prompt recognition and forwarding of customer complaints (i.e. adverse events, product performance reports, etc.) to Quality Assurance (QA), and by ensuring all promotional messaging (i.e. branding strategies, product claims, etc.) and materials (i.e. literature) discussed or presented to customers are clinically accurate and adhere to AdvaMed guidelines and Terumo’s policy on Interactions with Healthcare Professionals.  Fully adhere to all applicable FDA regulations, international guidelines, and Terumo’s policies always. 
  • Performs other job-related duties as assigned.

Working Conditions/Physical Requirements

  • This position may require overnight travel, the amount of which will vary based upon the assigned territory. In addition to travel within the territory, occasional overnight and/or weekend travel outside of the assigned territory is required. 
  • Daily entry to hospitals and other medical facilities is required. Many facilities have instituted vendor credentialing policies which require vendors to meet defined training, background check and proof of immunization requirements as a condition of entry. Terumo Associates entering these facilities are required to abide by these credentialing requirements. 
  • Must be able to gain access to the C-Suite and have the ability to work in the IR suite, Cath lab and operating room. Entry into these areas requires an ability to wear appropriate gowning, stand for long periods of time, comply with hospital policy/protocol and be aware of potential biohazards such as blood borne pathogens.

Knowledge, Skills and Abilities (KSA)

  •  Working knowledge of health system clinical operations, quality improvement, and performance drivers
  • Understanding of CVSL quality and financial metrics
  • Understanding of client needs regarding technical specifications of the software platform offered by the company
  • Documenting plans, activities, and opportunities timely and accurately in the CRM system
  • Experience in the health care ecosystem, including understanding the relationship between payers and providers, and how analytics enables transformation
  • Ability to work on multiple client engagements
  • Ability to communicate complex concepts verbally and in writing
  • Experience partnering with a team of data analysts, with proven success to mentor, guide, and develop others
  • Experience developing new business and managing client relationships in a consulting environment
  • Familiarity with analytical methodologies and algorithms
  • Exceptional team management skills
  • Excellent verbal and written communication skills
  • Ability to delegate efficiently
  • Ability to work on multiple projects simultaneously and be flexible enough to change priorities with short notice when necessary. 
  • Must possess excellent interpersonal skills and an ability to relate well with a wide range of healthcare professionals as well as internal stakeholders
  • Must be able to interrelate with businesspeople from a wide range of ethnic, social, business, and cultural backgrounds in their existing local environments
  • Must be able to work independently with minimal direction. 
  • Must exhibit strong teamwork and be adapt at working cross-functionally

Qualifications/ Background Experiences

  • Requires a Bachelor’s degree and a minimum of 8 years’ healthcare sales experience preferably in software platforms, capital equipment or consulting services. 
  • Experience with Cardiovascular Service Line, Cath Lab and/or Operating Room sales experience preferred, or equivalent combination of education, training, and experience.
  • Experience and credibility interacting with “C” level executives, including medical directors
  • Experience having navigated complex sales cycles with multiple decision makers, overcome objections, and identified value for clients while consistently delivering on (or above) quota. 
  • Must have a proven record of sales excellence.
  • Must possess a valid driver’s license and a personal automobile with an active vehicle insurance policy.

It is Terumo’s policy to provide equal employment opportunity to all its employees and applicants for employment regardless of their race, creed, color, national origin, age, ancestry, nationality, marital or domestic partnership or civil union status, sex, pregnancy, gender identity or expression, disability status, liability for military service, protected veteran status, sexual orientation, atypical cellular or blood trait, genetic information (including the refusal to submit to genetic testing), or any other category protected by law. As a Company, we value diversity of background and opinion, and prohibit discrimination or harassment on the basis of any legally protected class in the areas of hiring, recruitment, promotion, transfer, demotion, training, compensation, pay, fringe benefits, layoff, termination or any other terms and conditions of employment.

Nearest Major Market: New Jersey